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Journal of Business & Industrial Marketing

Volume 15 Issue 2

Published: 2000 | Start Page: 86


Special Issue: Connecting to customers: value volume and one-to-one
Guest Editor(s): Dr Michael K Rich
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Articles

Articles
Article No: Article Information:
856770 Bridging the gap between suppliers and customers through relationship promoters: theoretical considerations and empirical results
Achim Walter, Hans Georg Gemünden (pp. 86-105)
Keywords: Channel relationships, Customer orientation, Relationshipmarketing, Supplier relations
ArticleType: Research paper
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856771 Customer satisfaction in business-to-business marketing: The case of retail organizations and their suppliers
Ralf Schellhase, Petra Hardock, Martin Ohlwein (pp. 106-121)
Keywords: Business-to-business marketing, Channel relationships, Customer satisfaction, Food industry, Marketing research
ArticleType: Research paper
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856772 Customer-perceived value in industrial contexts
Jozée Lapierre (pp. 122-145)
Keywords: Business-to-business marketing, Consumer behaviour, Informationtechnology, Value
ArticleType: Research paper
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856773 Relationship selling behaviors: antecedents and relationship with performance
James Boles, Thomas Brashear, Danny Bellenger, Hiram Barksdale Jr (pp. 141-153)
Keywords: Business-to-business marketing, Relationshipmarketing, Sales methods, Selling
ArticleType: Research paper
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856774 Partnering with distributors to stimulate sales: a case study
John A. Weber (pp. 154-162)
Keywords: Business-to-business marketing, Channel relationships, Distribution, Partnering
ArticleType: Case study
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856775 The PISCES Process: guiding clients to creative positioning strategies
Harry Vardis, Sandra Vasa-Sideris (pp. 163-169)
Keywords: Advertising, Brands, Creativity, Marketing strategy, Positioning, Productdifferentiation
ArticleType: General review
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856776 The direction of marketing relationships
Michael K. Rich (pp. 170-191)
Keywords: Communications, Consumer behaviour, Relationship marketing, Selling, Trust
ArticleType: Conceptual Paper
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